Quick Guide for Prospecting Success

To succeed in sales, you must be able to find and close a sufficient number of qualified
prospects and developing a favorable relationship with most of their prospects.

The ability to prospect efficiently, effectively and enjoyably will enable you to meet with
prospects that need, want and can afford your products and services- now. Your confidence
will soar, and empower you to develop a consistently superior income stream.

Follow these 10 Tips for Prospecting Success to your Natural Market and
tapping Corporations

1. Start with a highly targeted prospecting list, consisting of people or companies

that are most likely to buy your type of products and services. Use a highly reputable
list like the Top 1000 Corporation of the Philippines or SMEs. The more income you will earn
with more qualified list of names or employees. To build up your natural market, start
calling your existing customers, friends or natural market as if they are new prospects. If
through company HR, do present your offer through “Employees Empowerment through
Financial Freedom” seminar which would help them have benefits more affordably and/or
the exclusive special edition of Praxis board game free of charge to make financial
awareness fun and educational. People don’t buy products, they buy the results or benefits
that the products give.

2. Actively work on your “warm leads” or more positive prospective

clients/companies. Call every Corporation (HR or Employee Benefits) or contact
name on your list every week. The more appointments or sales presentations you
make, the more is your expected income. It is very important to have a large base of
Qualifying Prospects to ensure big sales. The best way is to dedicate a certain amount of
time each day to reach out to these people over the phone, e-mail and most importantly,
have face-to-face presentations. By working these lists consistently, you will have a steady
stream of warm leads or pipeline that you will close sales from.

3. Present a “prospecting offer” of no more than 15-20 minutes that clearly states who
you are, what you are selling, and the best features of your product or service. Ask about
how the prospect is doing, how is family, health or work? (Data gathering through quick
updates or “kamustahan”, needs analysis for investment, retirement, education or insurance
cover eg. New home, new baby, new car, promotion, MRI Loan). Find out what Benefit will
cause this Client to buy from you. Finish up with “Would you like a win-win scenario with
both living and death benefits? Given the unpredictable life’s risks of death, disability,
critical illness, or accidental death, we have all-in-1 benefits that will help you have that
assurance and peace of mind. These guaranteed benefits come with a whole life cover up to
age 100. May I know your preferred schedule (day and time) for the 15-20 min.
presentation? Thank you, (sir or Ma’am Client/HR Head) and see you on <confirmed day
and time> at <venue>!”

4. If the prospect says “No” or “not interested,” please remember to say,“Thank you very
much for your time and for taking my call. Do let me know when you will be
interested sometime in the future. Have a wonderful day!” That will be the most
pleasant sales call they ever get. If the reasons given are “time and budget”, do ask for
their preferred time frame so that you can get back to them for a presentation date and
close that sale. Then move on to your next and more positive client or company.

5. Schedule prospecting sessions for 10-15 minutes each which is more productive.

6. Practice your best sales pitch. The goal is to hear yourself using your usual
conversational tones. Just relax and present your offer in a natural manner or “soft selling”
the benefits of the product after the needs are addressed.

7. Be determined to spend your selling time only with High Probability Prospects.
Disqualify low probability prospects quickly and courteously so you can manage your time
more wisely, efficiently and effectively.

8. Accept the fact that prospecting really is a “numbers game.” The most important
numbers are your Dials Per Hour and the ratio of prospecting Offers to Dials.

9. Keep accurate records of your prospecting sessions. We have trained many salespeople
to be successful prospectors. The most successful keep accurate records. The act of
keeping records will cause your subconscious mind to constantly improve your results.

10. Telephone prospecting is the most productive way to build up your sales
volume, with very little up-front expense and a minimum of marketing expertise. Start with
telephone prospecting, and eventually you will get so many referrals from your existing
customers that you will have more sales than you can ever imagine.
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